ABA Bank Insurance Sales Conference

September 23-25, 2019 • Austin, TX

2019 Program

The schedule for the 2019 conference program is currently in development and will be posted once available. In the meantime, please review the 2018 program for insights into topics covered at the conference.

Look Back: 2018 Program Schedule

NEW IN 2018: Four tracks to focus your conference experience. Mix and match to fit your business needs.

Insurance in Wealth Management - Bank wealth leaders must know how to best manage change. Discussions will range from ways to address regulatory change as an industry, to what information and resources will help insurance leads adapt.

Compliance - Identify new resources you will need to get the job done right. ABA's Handbook of Bank Insurance Compliance and topical webinar series help bring you expertise on today's best tools for your business.

Property & Casualty/EB - Whether your key challenge is working with bank partners or adapting to new accounting rules, this group covers it all — and looks for ways to get members in touch with resources that can help.

Voluntary Protection Products - Getting insurance into the broadest set of consumer hands through bank distribution is the lead effort for this committee. Whether insurance and risk protection is delivered alongside traditional bank products or direct marketed to a massive audience, this group is developing tools to attract more banks to insurance sales.

10:00 am – 11:00 am

Navigating the New Bank Insurance Sales Conference

Want to take full advantage of the new ABA Bank Insurance Sales Conference experience? Hear what's new in 2018 from the conference chairs, and chart your agenda for maximizing educational and networking opportunities.

Speakers:

Jim Stuncard, Dollar Bank

Dawn Goldbacher, Prudential Financial Incorporated

Mike Strickland, Country Club Bank

Scott Woods, Fisher Brown Bottrell

11:00 am – 12:30 pm

Lunch on Your OwnAn ideal time to meet with potential partners

12:30 pm – 1:00 pm

Mimosas in the Marketplace

1:00 pm – 2:00 pm

GENERAL SESSION

Chair Address

Sara Webb, PNC, Chair, Bank Insurance Council

Keynote: Cybersecurity, Risk Management, and Data ProtectionAn engaging discussion of real life data protection issues with members of the IT Security team at Affinion Group and a Senior Agent with the US Secret Service. You'll hear what banks should be doing to mitigate risks and safeguard customers. Sponsored by Affinion

Speakers:

Chris Dunning, VP IT & Chief Security Officer, Affinion Group

Brian McCabe, Senior Special Agent, US Secret Service

Kevin Santoro, Senior Director IT, Affinion Group

2:00 pm - 2:45 pm

Election Update

Elections are around the corner, and the results can influence policies affecting banks that sell insurance and risk protection products. Get an inside peek into these election and what they mean for the future from ABA experts.

Speaker:

Sarah Ferman, American Bankers Association

2:45 pm – 3:15 pm

Marketplace Break

3:15 pm - 3:45 pm

Five Technology Forces that are Disrupting Insurance Sales

Financial institutions, and their insurance partners, must quickly evolve to meet new consumer expectations as the industry digitally transforms. Dr. Betty Moon, SAP Financial Services Industry Principal and a leading expert in bank insurance and investment distribution, will examine five technology forces to pay attention to.

Speaker:

Betty Moon, SAP Financial Services

3:45 pm – 4:00 pm

Reverse Exhibit Hall Warmup

Facilitators:

Sara Webb, PNC, Chair, ABA Bank Insurance Council

Scott Woods, Trustmark, Vice Chair, Bank Insurance Council

4:00 pm – 4:45 pm

Reverse Exhibit Hall

The typical exhibit hall requires you to lap the entire hall to seek out vendors and partners that offer what you're looking for. Here, we've switched it up to let the vendors come to you! Take a seat and enjoy a mix of bank-affiliated marketplace attendees in P&C, wealth management or voluntary protection products. The end result is more one-on-one conversations, new relationships and a jumping off point for your next venture.

​4:00 pm - 4:45 pm

​Track: ComplianceManaging Personal Information: HIPAA, GDPR, PCI and Privacy Taxonomies"The Price is Right" meets "The Right Counsel" in this engaging
session on privacy requirements and what recent litigation means for
your business.

Power Breakfast: From Four Days to Four Minutes, Today's Home Insurance Application​​​Homeowners struggle to secure insurance quickly during their final contact phase due to the outdated application process–that can take four days to complete. Hipp Insurance has developed modern coverage and a streamline application process fueled by data, AI and insurance experise to allow customers or lenders to secure a quote in under a minute and buy a policy online in four minutes.

Sponsored by Hippo Insurance

8:30 am – 9:15 am

CONCURRENT SESSION SERIES 1

Track: Property & Casualty/EBHiring and Retaining Top Sales and Service TalentJulia Kramer’s 25 years of leadership and human resources experience–including her current role at BancorpSouth Insurance Services – have put her into contact with hundreds of insurance agencies struggling with attracting and retaining sales and service talent. In her presentation, she distills that experience into a series of hiring reality checks and then an understanding of what kinds of issues are avoidable–and unavoidable– that lead to lost staff.

Speakers:

Julia Kramer, BancorpSouth Insurance Services

Track: Insurance in Wealth ManagementSelling Insurance in Tech-forward Wealth ProgramsTechnology is providing new and exciting ways to connect to customers, oversee advisors, and protect consumers. Learn how leading institutions are using technology to grow their business.

Speakers:

Analicia Geisen, BBVA Compass

Betty Moon, SAP Financial Services

LeAnn Rummel, Cetera

Alex Null, Suntrust

Track: Voluntary Protection ProductsOvercoming the Hurdles... Off to the Races!How do they do it? Three bank insurance leads share the secrets of starting and growing their insurance distribution business: debt protection, credit insurance, life insurance and more.

Speakers:

Mark DeLoach, PNC

Elizabeth Johnson, Securian

Jim Stuncard, Dollar Bank

Track: ComplianceThe Three Lines of Defense: A Risk Management FrameworkThis session will present a detailed look at how to develop, implement, and manage a risk management program, using a holistic approach that employees three functions within a bank-insurance enterprise: business unit operations, risk management, and audit. This session will explore how to handle risk via risk assessment and risk management, and how to tailor a program to fit any organization.

Speakers:

Rick Freer, American Bankers Association

Edward Henseler, TowneBank

Chrys Lemon, McIntyre & Lemon

9:30 am – 10:15 am

CONCURRENT SESSION SERIES 2

Track: Property & Casualty/EBMarketing Personal Lines to Mortgage Lending CustomersGetting the right coverage in the hands of mortgage customers at the right time takes excellent partnerships. Learn how Berkshire Bank's First Choice Loan Services made it work for their customers by effectively using data and relationships.

Speakers:

Terry Chung, First Choice Loan Services

Richard McCathron, Hippo Insurance

Track: Insurance in Wealth ManagementIncreasing Advisor PenetrationAdvisors are the front line in implementing insurance solutions for high net worth clients. Learn to win the hearts and minds of advisors to attain deeper penetration - and broader coverage of client risk needs.

Speakers:

Brad Meyer, Edward Jones

Track: Voluntary Protection ProductsInsurance 2.0: Direct Marketing in the Consumer AgeNo longer content to purchase policies only to collect dust, consumers expect regular touchpoints and demonstrable value. With AI, mega-mergers, and experimental products defining 2018, how are carriers communicating this collective facelift? Review new and creative campaigns aimed at both winning and building long-lasting relationships with consumers.

Speaker:

Andrew Davidson, Mintel

Track: ComplianceManaging Incentive Compensation

Speakers:

Lesley DeRamus, Bradley

Rick Freer, American Bankers Association

10:15 am - 10:45 am

Marketplace Break

10:45 am – 11:30 am

CONCURRENT SESSION SERIES 3

Track: Property & Casualty/EBBank Agency Mergers, Acquisitions, and DivestituresGet a review of a big year in the M&A space, and some thoughts on what is to come.

Speaker:

Jim Campbell, Reagan Consulting

Track: Voluntary Protection ProductsCredit Protection Products: An UpdateABA's recent survey on credit products is included in a new white paper on the state of bank insurance distribution. Dive deep into the details of the survey and answer some key questions: why is this important for our customers, why did we stop selling and more.

Speaker:

Mark DeLoach, PNC

Carmen Effron, CF Effron Company

Brian Powell, Zions Bank​

Jim Stuncard, Dollar Bank

Tracks: Compliance; Insurance in Wealth ManagementManaging the New "Best Interest" EnvironmentWhen the DOL Fiduciary Rule was vacated, several states and the National Association of Insurance Commissioners took action to develop best interest standards for their states. Discuss the current uncertainty for insurance and annuities distribution, particularly in the wealth management context, that resulted in new standards.

Speakers:

David Hollingsworth, AALU

Clark Smith, SunTrust

Stacey Fawley, Huntington

David Kopelcheck, LifeMark Partners

11:30 am – 12:15 pm

General Session: Attracting and Retaining Talent

A central challenge for insurance distribution of all kinds is attracting people who are a good fit for the work they will be doing and then developing them, ensuring they will stay with the company. Addressing this challenge is part science and part art.

Speakers:

Tonya DeVane, Omnia Group

Julia Gregg Kramer, BXS Insurance

Kenny Parker, Money Concepts

12:15 pm - 1:15 pm

Lunch / The Future of InsurTech

Not sure how emerging technologies and innovations in insurance can best benefit your customers? Industry experts and startups discuss current InsurTech trends, how the banking industry can capitalize, and what business models seem to be gaining the most traction. Lunch will be served.

Meet in small groups with bank-affiliated peers to discuss issues relevant to your business. If you have not yet discussed which group to participate in, get a list of groups meeting at the registration desk.

Large & small institution commercial P&C

Large & small institution personal lines

Employee benefits

Voluntary protection products

Debt cancellation/credit insurance

Large & small institution insurance in wealth management

Compliance

4:00 pm - 5:00 pm

Evening Break

5:00 pm – 6:00 pm

ReceptionTake a walk on the wild side as you meet with colleagues at the La Boca Pool & Laguna Lawn. Sponsored by Mutual of Omaha

Flood Insurance Power BreakfastWhat effect have Hurricane Harvey and Irma had on the banking and insurance industry? During this time of legislative and regulatory uncertainty for the National Flood Insurance Program (NFIP) and private flood, please join us for a discussion on what we can expect during the coming months and years. Please join us for breakfast and hear from lead industry experts discuss the state of flood insurance in the legislative and regulatory environment and how recent hurricanes have affected the industry.

Helping Customer-Facing Bank Staff Introduce InsuranceHow do we get customer-facing bank staff motivated to introduce insurance? The answer is relevance. Join Chris Seebeck with BB&T Insurance Holdings to discuss how the promise of uncorrelated revenue streams starts with individuals who understand the relevance of insurance and can translate that to their consumers and business owners.

Speaker:

Chris Seebeck, BB&T

Third Party Oversight and Vendor Management: A Key PartnerMost banks have strenuous requirements for managing partner relationships. As insurance sales is entirely a third party business, that role at the bank can be viewed as an adversary. See how a partnership is a better approach that will pay off in customer benefit and profitable vendor relationships.

Concurrent Session Tracks

Property & Casualty/EB

Tuesday, October 16

Concurrent Sessions

Series 1 -8:30 am – 9:15 am

Hiring and Retaining Top Sales and Service Talent Julia Kramer’s 25 years of leadership and human resources experience – including her current role at BancorpSouth Insurance Services – have put her into contact with hundreds of insurance agencies struggling with attracting and retaining sales and service talent. In her presentation, she distills that experience into a series of hiring reality checks and then an understanding of what kinds of issues are avoidable – and unavoidable – that lead to lost staff.

Speakers:

Julia Kramer, BancorpSouth Insurnace Services

Series 2 -9:30 am – 10:15 am

Marketing Personal Lines to Mortgage Lending CustomersGetting the right coverage in the hands of mortgage customers at the right time takes excellent partnerships. Learn how Berkshire Bank's First Choice Loan Services made it work for their customers by effectively using data and relationships.

Speakers:

Terry Chung, First Choice Loan Services

Richard McCathron, Hippo Insurance

Series 3 - 10:45 am – 11:30 am

Bank Agency Mergers, Acquisitions, and DivestituresGet a review of a big year in the M&A space, and some thoughts on what is to come.

Speaker:

Jim Campbell, Reagan Consulting

Insurance in Wealth Management

Tuesday, October 16

Concurrent Sessions

Series 1 -8:00 am – 9:15 am

Selling Insurance in Tech-forward Wealth ProgramsTechnology is providing new and exciting ways to connect to customers, oversee advisors, and protect consumers. Learn how leading institutions are using technology to grow their business.

Speakers:

Analicia Geisen, BBVA Compass

Betty Moon, SAP Financial Services

LeAnn Rummel, Cetera

Alex Null, Suntrust

Series 2 -9:30 am – 10:15 am

Increasing Advisor PenetrationAdvisors are the front line in implementing insurance solutions for high net worth clients. Learn to win the hearts and minds of advisors to attain deeper penetration - and broader coverage of client risk needs.

Speakers:

Brad Mayer, Edward Jones

Series 3 - 10:45 am – 11:30 am

Managing the New "Best Interest" EnvironmentWhen the DOL Fiduciary Rule was vacated, several states and the National Association of Insurance Commissioners took action to develop best interest standards for their states. Discuss the current uncertainty for insurance and annuities distribution, particularly in the wealth management context, that resulted in new standards.

Speakers:

David Hollingsworth, AALU

Clark Smith, SunTrust

Stacey Fawley, Huntington

David Kopelcheck, LifeMark Partners

Voluntary Protection Products

Tuesday, October 16

Concurrent Sessions

Series 1 -8:30 am – 9:15 am

Overcoming the Hurdles... Off to the Races!How do they do it? Three bank insurance leads share the secrets of starting and growing their insurance distribution business: debt protection, credit insurance, life insurance and more.

Speakers:

Mark DeLoach, PNC

Elizabeth Johnson, Securian

Jim Stuncard, Dollar Bank

Series 2 -9:30 am – 10:15 am

Insurance 2.0: Direct Marketing in the Consumer AgeNo longer content to purchase policies only to collect dust, consumers expect regular touchpoints and demonstrable value. With AI, mega-mergers, and experimental products defining 2018, how are carriers communicating this collective facelift? Review new and creative campaigns aimed at both winning and building long-lasting relationships with consumers.

Speaker:

Andrew Davidson, Mintel

Series 3 - 10:45 am – 11:30 am

Credit Protection Products: An UpdateABA's recent survey on credit products is included in a new white paper on the state of bank insurance distribution. Dive deep into the details of the survey and answer some key questions: why is this important for our customers, why did we stop selling and more.

Speaker:

Mark DeLoach, PNC

Carmen Effron, CF Effron Company

Jim Stuncard, Dollar Bank

Brian Talbot, Zions Bank

Compliance

Tuesday, October 16

Concurrent Sessions

Series 1 -8:30 am – 9:15 am

The Three Lines of Defense: A Risk Management Framework
This session will present a detailed look at how to develop, implement, and manage a risk management program, using a holistic approach that employees three functions within a bank-insurance enterprise: business unit operations, risk management, and audit. This session will explore how to handle risk via risk assessment and risk management, and how to tailor a program to fit any organization.

Speakers:

Rick Freer, American Bankers Association

Edward Henseler, TowneBank

Chrys Lemon, McIntyre & Lemon

Series 2 -9:30 am - 10:15 am

Managing Incentive Competition

Speakers:

Lesley DeRamus, Bradley

Rick Freer, American Bankers Association

Series 3 - 10:45 am – 11:30 am

Managing the New "Best Interest" Environment
When the DOL Fiduciary Rule was vacated, several states and the National Association of Insurance Commissioners took action to develop best interest standards for their states. Discuss the current uncertainty for insurance and annuities distribution, particularly in the wealth management context, that resulted in new standards.

Speakers:

David Hollingsworth, AALU

Clark Smith, SunTrust

Stacey Fawley, Huntington

David Kopelcheck, LifeMark Partners

​4:00 pm - 4:45 pm

​Managing Personal Information: HIPAA, GDPR, PCI and Privacy Taxonomies"The Price is Right" meets "The Right Counsel" in this engaging session on privacy requirements and what recent litigation means for your business.